I have limited boating experience, but I do know that being a few degrees off your desired heading can be the difference between enjoying a relaxing dinner with friends and waiting in the dark for a Coast Guard rescue.
Similarly, in a down market, SaaS startups that help clients make incremental improvements to cash flow are in a much better position to ride things out.
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“In a downturn, money saved is worth even more than money earned,” writes Sahil Mansuri, CEO of Bravado. He advises companies to shift sales strategies from driving growth to helping customers stretch their precious resources: “If you can frame your product as a way to boost revenue or cut costs, people will find a budget.”
Mansuri, who started out in software sales during the Great Recession, shares multiple strategies that managers can use to “tailor your approach, show prospects unexpected opportunities and focus on the money.”
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